New research from the Society for Marketing Professional Services Foundation (SMPS Foundation) finds that average AEC firm hit rate—measured most commonly as the total number of proposals submitted to the total number of projects won—falls within the 37-44% range, depending on the discipline. Engineering firms have the highest average hit rate, at 44.2%. Construction firms have the lowest average hit rate, at 37.9%.
The 22-page report, Measuring for Success: A Look at Hit Rates & Other KPIs in the A/E/C Industries, evaluates the tools and processes that AEC firms use to track marketing success. The findings and analysis are based on a survey of 303 U.S.-based AEC firms conducted by the SMPS Foundation in conjunction with the Southern Illinois University Edwardsville Master of Marketing Research program.
“While there are many variables in tracking hit rates throughout AEC industries, there is a benefit to having a metric for evaluating a firm’s progress,” wrote the report’s authors. “The hit rate provides a baseline over time for firms to improve their success rate and should be used in conjunction with other key performance indicators such as profitability, market trends, and backlog.”
The report addresses a variety of topics, including:
• Methods and metrics AEC firms utilize to track their success of winning projects
• How firms use the hit rate metric to improve future performance
• Alternative key performance indicators
• Effectiveness of hit rate and other KPIs
• Barriers to developing a benchmarking standard for AEC firms
• It concludes with takeaways and action steps for AEC firms.
SMPS members receive a complimentary download of the report once they log on to smps.org.
Nonmembers may download the report with a donation of $24.95 until January 31, 2017.
Source: SMPS Foundation
Related Stories
Higher Education | Apr 13, 2023
Higher education construction costs for 2023
Fresh data from Gordian breaks down the average cost per square foot for a two-story college classroom building across 10 U.S. cities.
K-12 Schools | Apr 13, 2023
Creating a sense of place with multipurpose K-12 school buildings
Multipurpose buildings serve multiple program and functional requirements. The issue with many of these spaces is that they tend not to do any one thing well.
Healthcare Facilities | Apr 13, 2023
Urgent care facilities: Intentional design for mental and behavioral healthcare
The emergency department (ED) is the de-facto front door for behavior health crises, and yet these departments are understaffed, overwhelmed, and ill-equipped to navigate the layered complexities of highly demanding physical and behavioral health needs.
Office Buildings | Apr 13, 2023
L.A. headquarters for startup Califia Farms incorporates post-pandemic hybrid workplace design concepts
The new Los Angeles headquarters for fast-growing Califia Farms, a brand of dairy alternative products, was designed by SLAM with the post-Covid hybrid work environment in mind. Located in Maxwell Coffee House, a historic production facility built in 1924 that has become a vibrant mixed-use complex, the office features a café bordered by generous meeting rooms.
Urban Planning | Apr 12, 2023
Watch: Trends in urban design for 2023, with James Corner Field Operations
Isabel Castilla, a Principal Designer with the landscape architecture firm James Corner Field Operations, discusses recent changes in clients' priorities about urban design, with a focus on her firm's recent projects.
3D Printing | Apr 11, 2023
University of Michigan’s DART Laboratory unveils Shell Wall—a concrete wall that’s lightweight and freeform 3D printed
The University of Michigan’s DART Laboratory has unveiled a new product called Shell Wall—which the organization describes as the first lightweight, freeform 3D printed and structurally reinforced concrete wall. The innovative product leverages DART Laboratory’s research and development on the use of 3D-printing technology to build structures that require less concrete.
Market Data | Apr 11, 2023
Construction crane count reaches all-time high in Q1 2023
Toronto, Seattle, Los Angeles, and Denver top the list of U.S/Canadian cities with the greatest number of fixed cranes on construction sites, according to Rider Levett Bucknall's RLB Crane Index for North America for Q1 2023.
University Buildings | Apr 11, 2023
Supersizing higher education: Tracking the rise of mega buildings on university campuses
Mega buildings on higher education campuses aren’t unusual. But what has been different lately is the sheer number of supersized projects that have been in the works over the last 12–15 months.
Architects | Apr 10, 2023
Bill Hellmuth, FAIA, Chairman and CEO of HOK, dies at 69
William (Bill) Hellmuth, FAIA, the Chairman and CEO of HOK, passed away on April 6, 2023, after a long illness. Hellmuth designed dozens of award-winning buildings across the globe, including the Abu Dhabi National Oil Company Headquarters and the U.S. Embassy in Nairobi.
Contractors | Apr 10, 2023
What makes prefabrication work? Factors every construction project should consider
There are many factors requiring careful consideration when determining whether a project is a good fit for prefabrication. JE Dunn’s Brian Burkett breaks down the most important considerations.
